Examine the other party's good reasons for saying no to help you anticipate possible moves so you can come with turns in mind. In this video, Deborah Kolb gives tips on how to turn the negotiation.
- Negotiations can get tense.…This happens especially when the person you're negotiating…with puts you on the defensive.…When people don't wanna give you what you're asking for,…they use offensive moves.…We're often surprised by these moves and respond poorly.…You put out your proposal and your boss says…this will never work.…Caught unprepared, you say, oh yes it will,…and you're at a stalemate.…
The better way to deal with offensive moves…is to what we call, turn them.…Turning a move shifts the dynamics,…but unless you're prepared, it can be difficult to turn…a move in the moment of a real negotiation.…How often have you left a negotiation and kicked yourself,…and said, boy I wish I had said this?…A good way to avoid this is to come with turns in mind.…And you can do that if you consider the other person's…good reasons for saying no to you.…
The truth is people resist change for good reasons.…An important part of your preparation should be…to identify those good reasons,…the reasons they have to say no.…We use the term good reasons deliberately, why?…
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- Review methods for avoiding common negotiation pitfalls.
- Determine what you really want.
- Clarify how and when to use your bargaining power.
- Recall strategies for making mutually beneficial agreements.
- Recognize ways to anticipate potential responses.
- Use turns to respond and restore your position in a negotiation.